Growth - Business Development Manager

Arbuthnot Latham has been associated with banking since 1833. We combine private and commercial banking, wealth planning and investment management. We believe in traditional relationship and service-led banking powered by modern technology.

Job purpose

• To develop profitable wealth management relationships with prospective high net worth (HNW) clients as first point of interface for AL targeting the acquisition of new clients with opportunities to service their needs with Discretionary Asset Management, Wealth Planning, Deposits and Lending.
• To meet and exceed stretching new business goals tracked and reported though clear and consistent management information
• To place the interests of customers at the centre of all activities, act in a way that is consistent with achieving good outcomes for consumers and to comply with the FCA and PRA's Conduct Rules.
• Where applicable, to place the interests of customers at the centre of all activities, act in a way that is consistent with achieving good outcomes for consumers; and  to comply with the FCA and PRA's Conduct Rules. 

Job Description

Client Service and Team

• To build and relationship manage a network of partner firms for introducer business including any contractual relationships.
• To work as part of a small Business Development Team and Private Bankers across the business to enhance their performance & professionalism and increase their ability to on board new clients.
• To create a team ethos of maintaining high standards of client service & participate in client survey activity. To successfully represent the Bank and your team externally and internally – through networking and event activity (at times up to 3 evenings per week).

Commercial Objectives

• Grow new client acquisition numbers and in particular our AUM growth for AL against agreed targets, aligned to expectations set for Management level.
• Develop new and existing relationships with Business Introducers, to increase penetration of the wealth management market
• Be responsible for delivery of the business development marketing and event strategies as agreed with senior team members including managing internal business development campaigns

Client Acquisition & Management

• To be a proactive Business developer of prospective clients via varied channels (Phone Mail Digital and off the street) and to win new client opportunities through proactive lead generation
• Become a Trusted BD representative for AL, providing insight to the AL proposition across the full range of wealth management services and acting as a consistent, credible and accessible point of contact for prospects/clients
• Maintain a high level of AL product and industry knowledge and share this across the Private Banking Teams
• Assist with new client acquisition meetings

Networking, Prospecting & Pitching

• Define a contact strategy for external business introducers
• Develop and deliver a compelling AL pitch using a consistent AL pitch book
• Develop plans with the AL relationship teams to build business development objectives around Top Clients & referrals and prospect lists by client segment & markets
  
• Build and develop the broader AL team capability through coaching and developing others at all levels
• Maintain and implement a personal development plan to ensure continuous improvement

Risk:

• Responsible for managing risks inherent to the role by diligently observing internal policies and procedures.

Key Interfaces:

• Head of BD & BD team
• Prospects, Clients (& client representatives)
• Private Banking, Wealth Planning and Investment Management teams
• Middle & Back-office departments (including working closely with Marketing, Credit, Compliance and the Operations departments)

Person Specification

Knowledge/ Experience:

• Experience of the Wealth Management sector and detailed knowledge of the Private Banking market
• Substantial Experience of serving advising or managing relationships with HNW individuals
• Proven Business development or Sales/Relationship experience and a track record of winning new  clients
• You are an experienced networker who enjoys representing your business across a range of  external partners & intermediaries where you have built relationships for success

Skills:

• Positive can‐do approach comfortable with driving results and self‐managing
• The ability to differentiate our value through excellent Interpersonal skills (especially Presentation & Influencing)
• Excellent Business Development skills a self‐starter with an appetite for getting out into the market
• You can confidently work a room at events and have experience of developing & delivering successful marketing plans
• You collaborate well with other teams and work for the benefit of the wider firm
• Competent in using Microsoft Office and compiling and tracking management information
• Social media savvy and interested in using technology to improve the client experience

Qualifications:

• Relevant Banking, Financial Planning and/ or Investment Management Qualifications

Competencies:

• Client Focus
• Performance Focus
• Business & Commercial Focus
• Team Working
• Judgment and Problem Solving
• Communication & Confidence